Med Week Final - Arete Leadership Consulting

Presented by Michael R. Gee President and Founder Arete Leadership Consulting Prepared by Alexander J. Gee Strategies for growth and competitiveness in the Global economy: Top Growth Opportunities August 12, 2010 Michael@ AreteLeadershipConsulting.com 404-275-1514

Topics of Discussion
World Global Growth Forecasts
“ Follow the Money” Global Capital Flows
US Industry & Labor Market Trends
US Venture Capital Investments
Africa: The Lion Awakens
Global Strategic Alliance Partnering
Next Steps & Summary
Questions
2

WORLD GLOBAL FORECAST SECTION 1 3

IMF Global Forecast 4 Slow recovery from deep global recession, emerging and developing countries leading the way out…

“ Follow The Money” Global Capital Flows Section 2 5

Arete Leadership Tools
Why Partner?
To Grow Revenues Faster
To Lower Costs and Reduce Risks
To Provide Greater Value to Customers
What should I focus on?
Joint Selling
Co-Branding
Technology Alignment
Joint Customer Solutions
Sell to Balance of Trade
Arete helps organizations create transformational visions of the future 6

US Industry & Labor Market Trends Section 3 9

Best Performing Industries In The Coming Decade (2010-2019) Rank Best Performing Growth 1 Voice Over Internet Protocol Providers (VoIP) 149.6% 2 Retirement & Pension Plans 133.7% 3 Biotechnology 127.6% 4 eCommerce & Online Auctions 124.7% 5 Environmental Consulting 120.3% 6 Video Games 112.9% 7 Trusts & Estates 105.7% 8 Search Engines 100.9% 9 Recycling Facilities 80.9% 10 Land Development 72.7%
Source: Inc.com 10

Worst Performing Industries In The Coming Decade (2010-2019) Rank WorstPerforming Growth 1 Wired Telecommunications Carriers -52.0% 2 Tank & Armored Vehicle Manufacturing -51.9% 3 Vacuum, Fan & Small Household Appliance Manufacturing -34.4% 4 DVD, Game & Video Rental -32.8% 5 Photofinishing -31.5% 6 Lighting & Bulb Manufacturing -26.8% 7 Telecommunications Resellers -26.4% 8 Laminated Plastics Manufacturing -25.3% 9 Synthetic Fiber Manufacturing -24.6%
10 Wire & Spring Manufacturing -24.5%
11 Source: Inc.com

US Industry Employment Growth 12

US Industry Employment Decline 13

Top 25 Fastest Growing Industries for 2010 to 2011
Waste Treatment
Physician’s Offices and Administration
Community and Personal Care Services
Facilities Support Services
Administrative and Information Services
Chiropractors
Software Publishers
Education Support Services
Passenger Transportation (air and surface)
Daycare (juvenile and adult)
Independent Writers and Artists
Optometric and Dental Services
Source: Kelly Services 14

Top 25 Fastest Growing Industries for 2010 to 2011
Consulting
Elderly Services
Therapy
EDP and Internet Hosting and Publishing
Home Health Care
Cable and Satellite Programming
Computer Systems Design
Mental Health Services (non-physician)
General Merchandise Retail
Outpatient Care
Other Health Practitioners
Medical and Diagnostic Laboratories
Employment Firms
Source: Kelly Services 15

US Venture Capital Investments Section 4 16

US Venture Capital Investments
Total deals forecasted to decline from 4000 in 2007 to 1600 in 2010
Source: 17

Africa – “The Lion Awakens” Section 5 19

Global Strategic Alliance Partnerships Section 7 28

Arete Leadership Tools
Why Partner?
To Grow Revenues Faster
To Lower Costs and Reduce Risks
To Provide Greater Value to Customers
What should I focus on?
Joint Selling
Co-Branding
Technology Alignment
Joint Customer Solutions
Sell to Balance of Trade
Arete helps organizations create transformational visions of the future 29

Arete Business Partner Best Practices
Marketing & Sales
Research
Messaging
Sales Support and Training
Target Account Planning
Performance Measurements
Product Solutions
Roadmap Alignment
Industry Solutions
Product Integrations
Innovation Investments
Sales Channel Offerings
Operations
Supply Chain Logistics
Manufacturing Efficiencies
Integrated IT Systems
Coordinated Service Support
TQM Practices
“ Arete (Greek) in its basic sense, means goodness, excellence or virtue of any kind. The Act of living up to one’s full potential.” 30

TARGET MARKET DEFINITION
The ability to clearly define your target market impacts your sales success.
1. Demographics (the basic facts)
2. Psychographics (the “fit factors”)
3. Enabling Conditions (challenges, issues, problems, goals, objectives, strategic imperatives)
31

Clarifying Your Value Proposition
Understanding how your customer benefits from using your product or service is essential in clarifying your value proposition. Use this worksheet to determine the value of your offering.
Establish the customer’s current situation. Without your product or service, how do your prospective customers do things today?
Define the problem or gaps with their current solution. What problems does your offering solve? What opportunities does this create?
Clarify the business implications. Explore the “ripple effect”. Find other areas in their company that are impacted by the above problems or gaps.
Determine the value of making a change. What’s the payoff from using your product, service or solutions? Tangible value? Intangible value? Opportunity costs?
32

Offering Assessment
What are the primary benefits of your offering?
If an organization is not using your products services or solutions, what problems are they likely encountering?
If an organization doesn’t use your offering, what opportunities might they be missing out on?
List the characteristics of those companies and countries whose current situation could be dramatically improved by your products or services.
33

Delivering Customer Value 34

Arete Thought Leadership “ Far better to dare mighty things, To win glory ‘tho checkered by disaster; Than to take rank with those poor spirits Who’ve made mediocrity their master. Neither enjoying nor suffering much, Always choosing to be discreet; While they wallow in fog and grey twilight, Knowing neither victory or defeat.” ~ Theodore Roosevelt 35 Michael@ AreteLeadershipConsulting.com 404-275-1514

Appendix

World Bank Global Forecast Appendix I Table 1.1 The global outlook in summary (percentage change from previous year, except interest rates and oil price) 2008 2009e 2010f 2011f 2012f 2008 2009 2010 2011 2012 Global Conditions World Trade Volume (GNFS) 3.2 -11.6 11.2 6.8 7.2 Consumer Prices G-7 Countries 1,2 3.1 -0.2 1.5 1.6 1.8 United States 3.8 -0.3 2.0 2.2 2.4 Commodity Prices (USD terms) Non-oil commodities 0.0 -21.6 16.8 -4.0 -5.4 Oil Price (US$ per barrel) 3 97.0 61.8 78.1 74.6 73.9 Oil price (percent change) 36.4 -36.3 26.4 -4.5 -0.9 Manufactures unit export value 4 5.9 -4.9 0.0 -3.7 0.0 Interest Rates $, 6-month (percent) 3.2 1.2 0.8 2.2 2.2 € , 6-month (percent) 4.8 1.5 1.0 1.5 2.8

World Bank Global Forecast Appendix II Real GDP growth 5 World 1.7 -2.1 3.3 3.3 3.5 Memo item: World (PPP weights) 6 1.3 -0.4 4.2 4.0 4.3 High income 0.4 -3.3 2.3 2.4 2.7 OECD Countries 0.3 -3.4 2.2 2.3 2.6 Euro Area 0.4 -4.1 0.7 1.3 1.8 Japan -1.2 -5.2 2.5 2.1 2.2 United States 0.4 -2.4 3.3 2.9 3.0 Non-OECD countries 3.0 -1.7 4.2 4.2 4.5

Appendix III Developing countries 5.7 1.7 6.2 6.0 6.0 East Asia and Pacific 8.5 7.1 8.7 7.8 7.7 China 9.6 8.7 9.5 8.5 8.2 Indonesia 6.0 4.5 5.9 6.2 6.3 Thailand 2.5 -2.3 6.2 4.0 5.0 Europe and Central Asia 4.2 -5.3 4.1 4.2 4.5 Russia 5.6 -7.9 4.5 4.8 4.7 Turkey 0.7 -4.7 6.3 4.2 4.7 Poland 4.8 1.7 3.0 3.7 4.0 Latin America and Caribbean 4.1 -2.3 4.5 4.1 4.2 Brazil 5.1 -0.2 6.4 4.5 4.1 Mexico 1.8 -6.5 4.3 4.0 4.2 Argentina 7.0 -1.2 4.8 3.4 4.4 Middle East and N. Africa 4.2 3.2 4.0 4.3 4.5 Egypt 7 7.2 4.7 5.0 5.5 5.7 Iran 7 2.3 1.8 3.0 3.2 3.2 Algeria 2.4 2.1 4.6 4.1 4.3 South Asia 4.9 7.1 7.5 8.0 7.7 India 7, 8 5.1 7.7 8.2 8.7 8.2 Pakistan 7 2.0 3.7 3.0 4.0 4.5 Bangladesh 7 6.2 5.7 5.5 5.8 6.1 Sub-Saharan Africa 5.0 1.6 4.5 5.1 5.4 South Africa 3.7 -1.8 3.1 3.4 3.9 Nigeria 5.3 5.6 6.1 5.7 6.4 Kenya 1.7 2.6 4.0 4.9 5.4

World Bank Global Forecast Appendix IV International capital flows to developing countries (% of GDP) Developing countries Net private and official inflows 4.5 3.1 Net private inflows (equity + debt) 4.3 2.7 3.0 3.1 3.2 East Asia and Pacific 3.1 2.2 2.1 2.2 2.5 Europe and Central Asia 7.8 2.6 4.0 4.2 4.1 Latin America and Caribbean 4.0 3.0 3.5 3.2 3.3 Middle East and N. Africa 1.9 1.8 2.5 2.8 2.6 South Asia 3.6 3.9 3.4 3.2 3.4 Sub-Saharan Africa 3.0 4.0 3.6 3.8 4.2

World Bank Global Forecast Appendix V Table 1.1 The global outlook in summary (percentage change from previous year, except interest rates and oil price) 2008 2009e 2010f 2011f 2012f 2008 2009 2010 2011 2012 Global Conditions World Trade Volume (GNFS) 3.2 -11.6 11.2 6.8 7.2 Consumer Prices G-7 Countries 1,2 3.1 -0.2 1.5 1.6 1.8 United States 3.8 -0.3 2.0 2.2 2.4 Commodity Prices (USD terms) Non-oil commodities 0.0 -21.6 16.8 -4.0 -5.4 Oil Price (US$ per barrel) 3 97.0 61.8 78.1 74.6 73.9 Oil price (percent change) 36.4 -36.3 26.4 -4.5 -0.9 Manufactures unit export value 4 5.9 -4.9 0.0 -3.7 0.0 Interest Rates $, 6-month (percent) 3.2 1.2 0.8 2.2 2.2 € , 6-month (percent) 4.8 1.5 1.0 1.5 2.8

IMF Appendix VI

Appendix VII

Appendix VIII

Appendix IX

Appendix X

Med Week Final - Arete Leadership Consulting

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